




yah habe: 


Project No. One 


TO ACCOMPANY 


BOOK I 


THE UNITED Y.M.C.A. SCHOOLS 
STANDARD COURSE 


IN 


SALESMANSHIP 





ASSOCIATION PRESS 
New York: 347 MapDIsoON AVENUE 
1922 





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CopyRIGHT, 1921, By 
THE INTERNATIONAL COMMITTEE OF 
Younc Mewn’s CHRISTIAN ASSOCIATIONS 


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PROJECT 1 
Instructions 


In order to get uniformity in the papers which 
contain solutions of the project, and so to assist 
the instructor in examining and grading the 
papers, you will please follow these instructions 
carefully: 


1. Write your solution of the project on paper 
of commercial letter size, 81% x 11 inches. Write 
on one side of the paper only, and allow a margin 
of 1% inches on each side of the written matter 
for the instructor’s use in making corrections. 


2. Number each sheet of paper consecutively, 
and write at the top of the first sheet information 
corresponding to the following: 
ieee cor No. 1, Salesmanship, Date o> 22... 
@entral Y. M. C.A., Chicago, Ill. 


(Group you are in) (City) 
Wiliam B. Merchant, 


(Your name) 


(Your address) 
At the top of all sheets except the first, write 
your name only. 


3. Solve this project as soon as Textbook I 
is completed and hand or mail your papers to the 
instructor within a week, or as quickly as possible. 
They will be returned to you with corrections. 


1 


Data for the Project 


ape purpose of these projects is to furnish 

the groundwork for the student of salesman- 
ship so that he can utilize the information given in 
the textbook in working out imaginary cases in 
marketing or selling goods. Necessarily, the 
project must deal with a specialty of some sort, 
because the principles of salesmanship are prac- 
ticed in fullest measure in specialty selling. 


For the first project you are to imagine that 
you have been made sales agent of a company 
just beginning the manufacture of a newly pat- 
ented appliance, to be attached to the grate of a 
stove or furnace for the purpose of using crude 
oil as fuel instead of coal or wood. 


There are already on the market several appli- 
ances designed to utilize kerosene for the purpose 
of heating and cooking. ‘These appliances are, 
like this one which you are to market, placed in- 
side of the stove or furnace. 


The advantages of your appliance are as 
follows: 


1. It can be installed by any man with a mon- 
key wrench and a screw driver, in any coal or 
wood stove or furnace. It can also be attached 
to a gas stove for baking purposes, but a plumber 
will have to attach it. 


2. The cost to you of the burners, F. O. B. 
Detroit, Mich., where they are manufactured, in- 


2 


f 


cluding oil tank and the necessary piping, is as 
follows: 


$7.50 for the No. 1 size 
$9.50 for the No. 2 size 
Su 0eror the No; .3.Size 
$15.00 for the No. 10 size 
$20.00 for the No. 12 size 
$30.00 for the No. 14 size 


The sizes from 1 to 3 are designed for cooking 
or heating stoves. ‘The sizes from 10 upward 
are for furnaces in cottages. 

You will have to pay freight charges from 
Detroit to your points of delivery, cartage charges 
from railroad station to your warehouse, and 
delivery charges to place of installation; and you 
are under contract to buy a minimum of 300 
burners per month and pay cash for them. 


3. Each appliance costs for operation about 
half as much as the average coal bill for the stove 
or furnace in which it is to be placed. 


4. Your sales territory contains 1,000,000 in- 
habitants, and it will have its normal growth each 
year. The city in which you now live is to be your 
headquarters, as the centre of your territory. 


What You Are to Do 


With the foregoing data in mind, this 1s what 
you are to do: 


1. Assuming that your appliance works per- 
fectly and that it is covered by basic patents, 


3 


insuring a monopoly for the present, determine 
how many appliances of the various sizes should 
be sold in the territory mentioned during the next 
five years. 


2. Determine the progressive rate of sales for 
each six months’ period of the five years, begin- 
ning with the sale of 10 appliances a day within 
one month from today. 


3. Fix the selling price, installed, for each size 
after calculating your overhead—that is, your own 
ofhice expenses and any other expenses which you 
decide are necessary. 


4. Which method of marketing the appliance, 
or which combination of methods, should you use? 
In answering this question, give the number of 
salesmen you will employ from time to time dur- 
ing the five years. Whatever method you adopt, 
give full reasons for choosing it, the way you pro- 


pose to conduct your sales campaign, and the 


commission, or salary, or discounts allowed to 
salesmen, jobbers, or retailers. 


5. Name the obstacles which you anticipate as 
likely to arise in marketing the appliance, and 
how you plan to overcome them. 


6. To what faculty or faculties of man’s mind 
will you make your appeal in selling this appliance? 


7. What traits of character do you look for 
in the salesmen you need for this particular spe- 
cialty ? 


S 


8. Now write out your program of marketing 
the burners so as to cover the points outlined in 
the 7 foregoing paragraphs. ‘This will be your 
plan of selling, and it should be complete. Get 
all the facts you can from all possible sources in 
order to make your report complete and con- 
clusive. Read page | again before you begin 
writing. 2 


An Optional Specialty 


If you prefer to substitute some other specialty 
for the appliance mentioned, you may do so; but 
you must answer questions concerning it similar 
to those given in the 8 preceding paragraphs. 


UNIVERSITY OF ILLINOIS— URBANA 


N36112165465816A 


